完整版国际商务谈判知识点Word文档下载推荐.docx

完整版国际商务谈判知识点Word文档下载推荐.docx

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2.Theexistenceofconflictsandcollaboration冲突与合作并存

3.Everypartycanexercise（行使）vetoright（否决权）totheresultsofthenegotiation各方都可对谈判决议行使否决权

Whatisaconflict?

Aconflictisadispute,disagreementorargumentbetweentwoormoreinterdependentpartieswhohavedifferentandcommoninterests.冲突是发生在两个或更多既有不同利益又有共同利益的相互依赖的当事人之间的对抗、争执或不同意见。

Stakesarethevalueofbenefitsthatmaybegainedorlost,andcoststhatmaybeincurredoravoided.利益是指（通过谈判）可以获得的利益或者是失去的利益及可以引发或者是避免的成本。

Fourpoints

1.Thenegotiationsarepertinenttorelevantparties'

interests.谈判是对于各方具有禾U害关系的

事件

2.Allpartieshavetopayforthegaining,butwhattheywillgetisdeterminedbyhowwellnegotiatorsmanagethesituation.谈判各方必须有所付出才能获取利益，但所获取利益取决于谈判者如何应对谈判

3.Whattheywillgetisalsodeterminedbythecurrentsituation.所获取利益也取决于谈判时的事态发展现状

4.Negotiatorshavetobalancetherelationbetweenthecurrentinterestsandlong-terminterests.谈判者必须对眼前利益和长远利益之间作出权衡

2谈判结构

nGeneralStructureofNegotiation

1.Determineinterestsandissues确定利益与议题

Negotiatorsshouldidentifytheirowninterestsandtheotherside'

insterests（speciallytheirunderlyinginterests）andfindoutwhatissuesareinvolved.

2.Designandofferoptions设计和提出方案

Setforthsuggestionsandoptions

Generateanumberofoptionsbeforemakingafinaldecision

3.Introducecriteriatoevaluateoptions引入评价方案的标准

Fortheirowninterests,allpartieswillexamineandevaluateallsuggestedoptionsaccordingtotheirowncriteriatofindoutthemostfavorableone.

4.Estimatereservationpoints估计各自的保留点和底线

5.Explorealternativestoagreement寻求达成协议的替代方案

Iftheagreementisimportant,negotiatorsshouldcomeupwithsomealternativesuggestionscompromisingallparties'

interests.

6.Reachanagreement达成最终协议

BATNABestAlternativetoaNegotiatedAgreement

谈判协议最佳替代方案[BATNA是罗杰•费希尔（RogerFisher）和威廉•尤里（WilliamUry）在他们所著的经典文章GettingtoYes中所提出来的。

知道你的BATNA就意味着如果目前的谈判没有成功，你对应该做什么和将要发生什么心中有数。

]

WhatyouwilldoifanagreementisNOTreached

Whatisthebestresultyouwouldgetifyouwalkedawayfromthisnegotiation?

Ifyoudon'

tsellyourhouse,whatwillyoudowithit?

Keepitonthemarketindefinitely;

Rentitout;

Letsomeonehouse-sit（代为照管房屋）inreturnformaintenance

AlternativesareOUTSIDEthenegotiation

FigureoutthevalueofyourBATNA,andthenyouknowwhatyourbasefornegotiationis.Theremaybeseveralalternatives,theBATNAistheoneyouwouldchoose.

TheBATNAmaybeacourseofactionorasetofdecisionscontingenton（视...而定）theresolutionofuncertainty.

ReservationPrice（bottomline）保留价格（又称免谈价格）是你在谈判中所能接受的最低条件或价格。

Theleastfavorablepointatwhichonewillacceptadeal

The“wa-lakway”

Example:

youarelookingforlargerofficespace.YousetyourBATNAat$20/SFandyourReservationPriceat$30/SF（squarefoot平方英尺）

Ifownerwon'

tbudge（改变态度或意见）from$35,youwalkawayandtakeadvantageofyour

BATNA.

“ZoneofPotentialAgreement”（ZOPA）可达成协议的空间。

是指可以达成一桩交易的空间。

谈判各方的保留价格决定着可达成协议的空间的界限，该空间存在于谈判各方的保留价格限度相互重叠的区域内。

ZOPA:

Seriesofpointsonalinebetweenthebottomlineofbothpartieswheresettlementispossible.

1.Enquiry询盘

Businessnegotiationsininternationaltradeusuallystartwithanenquirybyanimportertoanexporter,askingforthepricelist,catalogues,samplesanddetailsaboutthegoodsortradetermsandconditions.However,assometimes,anexportercaninitiatethenegotiationbymakinganenquirytoaforeignimporter,includinghisintentionofsellingcertaingoodstotheLatter.Itis

worthyofnotethatwhoevermakesanenquiryisnotliableforthebuyingortheselling.Andtheoppositeside,atthesametime,canmakenoreplyatall.But,accordingtothecommercialpracticethereceiverofanenquirywillrespondwithoutdelayintheusualformofaquotation,anoffer,orabid.

2.offer发盘

Anofferisaproposaloftermsandconditionspresentedinapotentialcontractbyoneparty,calledtheofferor,toanotherparty,calledtheofferee.

Therearetwokindsofoffer:

offerwithengagement（firmoffer）,offerwithoutengagement（non-firmoffer）.Anofferwithengagement（firmoffer）ismadewhenasellerpromisestosellgoodsatastatedpricewithinastatedperiodoftime.Itcandevelopintoacontractualobligation.Thus,onceitisacceptedbyabuyer,thesellercannotrevoke（撤消）oramendit.

3.counter-offer还盘

Acounter-offerisanoffermadebyanoffereetoanofferor,acceptingsometermsandchangingotherterms.Itcanbemadeverballyorinwriting.Infact,acounter-offerisaparti